An Appetite for Sales

You can memorize dozens of clever closing techniques, ways to handle objections or strategies for getting an appointment, but in the end your sales success depends on only four factors. Whether you’re trying to break your sales record for the quarter or just trying to make your quota, the eats method (Education, Activity, Tracking and Sticktoitiveness) can help you maximize your sales potential. If you’re hungry for more sales, here’s what you have to eats:

Educate yourself

Great selling skill combined with thorough knowledge is a powerful selling combination. If you had to brief a new salesperson right now on each of your product’s uses and benefits or on your customers’ businesses, how detailed and accurate would your information be? Don’t limit your scholarly pursuits to reading and research. Broaden your definition of education to include any mental activity that improves your performance. Attending seminars, watching training videos, studying the methods of other successful sales pros and interviewing customers are all great ways to increase your knowledge. Education is as much a part of your success as closing or prospecting, so schedule time each week to stay in the know.

Actively pursue sales

If you’re going to spend all that time educating yourself, put that knowledge to use. Get busy making calls, setting appointments and closing sales. Learn how to manage your time wisely so you can make the most of every day. Give yourself daily productivity quotas (i.e., 10 cold calls per day) and set selling activity goals (i.e., closing five new customers each week). Take a close look at your current work habits. Brainstorm for ways to work more efficiently. Schedule a “no interruptions” period of one to two hours every day to help maximize your productivity. Install software that automates as many nonselling tasks as possible to leave you more time with prospects and customers.

Track your progress

When your activity produces leads, legitimate prospects or information that could provide you with either, tracking will help you make them pay off. Knowing where you are in the sales cycle with each of your customers and prospects allows you to develop a plan that will help get you the sale. Use a contact management software program to keep careful records of your calls to customers and prospects, and document what is said on each one. Before each call, assess the customer’s current status and needs to plan your strategy for that call. Review your files at the beginning of each week and make a list of top priority prospects for that week. Staying on top of your progress with your contacts will help make sure you follow the sales cycle all the way through with each one.

Stick to your plan

Disappointment and rejection are often the prelude to success. Keep your chin up and keep selling. Make a commitment to your education, activity and tracking strategy and be prepared for the setbacks that may tempt you to abandon it. To help make a habit of the eats plan, schedule each element into your daily or weekly routine. Remind yourself that all four are critical to success and maintain a healthy balance of each. Success takes patience. You may not see drastic improvement overnight, but making a long-term commitment to your plan will help you achieve long-term success.

The eats strategy outlines four of the cornerstones of sales success to help you build a firm foundation for a profitable selling career. Whether you have 10 years of experience or 10 days, the eats plan can help satisfy your appetite for more sales.